Sales and Marketing Proposal Guide (Word DOC)

The guide is a complete process and documentation guide to the creation of winning and profitable proposals. The guide outlines all possible stages and steps – with supporting tools, techniques, deliverables, and guidelines. The process outline and Table of Contents is included below.

TABLE OF CONTENTS

Introduction

U WIN, Methodology

Opportunity Stage

Task 1 — Deploy U Business Strategy
Task 2 — Analyse Short-Range Opportunity
Task 3 — Implement Capture Plan
Task 4 — Analyse U, Client & Competitors
Task 5 — Plan Early Program
Task 6 — Complete Instructions to Coordinate Proposal Development
Task 7 — Develop Selling Points
Task 8 — Conduct Green Team Review

Bid Stage

Task 9 — Confirm Opportunity Analysis
Task 10 — Update Capture Plan
Task 11 — Analyse Proposal Request
Task 12 — Update U, Client & Competitors Analysis
Task 13 — Plan Final Program
Task 14 — Update Instructions to Coordinate Proposal Development
Task 15 — Create Expanded Proposal Outline
Task 16 — Develop Proposal
Task 17 — Conduct Red Team Review
Task 18 — Edit & Publish Proposal

Confirmation Stage

Task 19 — Market & Respond to Client
Task 20 — Perform Due Diligence
Task 21 — Complete Project

Cost Program

Price Program

Delegation of Financial Authority

U Business Strategy

U Win Guidelines, Samples & Techniques

Quality-Based Partnerships Guidelines (Task 3.1 and Task 10.4)
Benchmarking Guidelines (Task 4.10)
Storyboarding Guidelines (Task 6.2, 15.3, 15.4, 15.5, 15.6, 15.7, 15.8, and
15.13)
U WIN, Case Study Sample (Tasks 4.13, 4.14, 7.3, 7.4, 7.5, and 7.6)
Production Standards Sample (Task 6.5 and 14.3)
Writing Standards Sample (Task 6.6 and 14.3)
Graphic Standards Sample (Task 6.7 and 14.3)
Brainstorming Technique (Tasks 3.1, 4.2, 4.13, 4.14, 5.11, 5.18, 5.22, 7.1,
7.2, 7.3, 10.4, 11.4, 11.9, 15.3, 15.4, 15.5, 15.6, 19.9, and 20.3

Glossary of Terms

U WIN, Deliverables

Local Business Strategy (Task 1.2)

Proposal Directive (Task 2.2)
Bid/No-Bid Analysis (Tasks 2.13 and 2.18)
Project Book (Task 2.18)

Capture Plan (Task 3.1)

Position Action Plan (Task 4.7)
Win Strategy (Task 4.13)
Proposal Major Themes (Task 4.14)

Technical Baseline (Task 5.11)
Management Baseline (Task 5.22)
Baseline Action Plan (Task 5.23)

Project Standards, Processes, & Procedures (Task 6.8)

Draft Executive Summary (Task 7.5)

Green Team Evaluation Grid (Task 8.5)
Green Team Follow-up Plan (Task 8.7)
Updated Proposal Directive (Task 8.10)

Bid/No-Bid Analysis (Tasks 9.14 and 9.16)
Communiqu